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I received lots of feedback from the last Hotmail article about a contracting company that has sustained a 90% closing rate over the last decade. The reason for the unprecedented sales success is the company’s practice of engaging every customer in very simple HVAC system testing and diagnostics. Let’s take a closer look at this simplified testing and what it can do for your customers....More

Think back to your favorite HVAC system sale. It was kind of magical, right? Have you been able to repeat that magic over and over again? Let's take a look at a few principles that, if applied, can skyrocket your closing rates and take you back to that magic feeling you had after your favorite “killer” sale....More

I often refer consumers to one of the many HVAC contractors I know and have trained. Oftentimes those consumers call me back, either to gripe or to rave. Here's a look at what has caused some salespeople to hit home runs while others are striking out....More

When you sell 18-SEER rated equipment, it’s a good thing. Let’s take a look beyond the yellow sticker and see how you can double the efficiency offering to your customers by assuring system efficiency matches equipment efficiency. Emerging technology provides you access to new opportunities for both you and your customers.
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It’s just not fair. Some contractors have a distinct advantage in the marketplace over their competitors; they ruthlessly and knowingly measure the live operating efficiency of HVAC systems. With the knowledge they gain, they diagnose and prescribe solutions to system defects that others don’t even know exist. Their prices are much higher and the efficiency of their systems far exceeds their competition. Let’s take a look at why the gap between everyday HVAC contractors and Performance-Based contractors is widening....More

Rob ‘Doc’ Falke has been writing articles for the Hotmail newsletter for quite some time. His technical knowledge and expertise have filled his articles with information that contractors use for reference and continue to come back to ContractingBusiness.com to read, even months or years after it’s been published. Below is a collection of ‘best-of’ articles for your reference and enjoyment!...More

It’s a really a hot summer afternoon. Your customer calls complaining the air conditioning isn’t keeping up. One valid reason it may not be keeping up is because the capacity of the equipment actually goes down as the outdoor temperature goes up....More

This quick and simple test method allows you to assess the performance of supply and return ducts by measuring duct system pressures. Then compare the pressure to a duct system pressure budget. If the pressure is higher than the budget, the ducts may be too restrictive to airflow....More

Any business in the service and repair space should offer a service or maintenance agreement. Correctly designed, a service agreement program is one of the biggest no-brainers around because everyone wins. The customers win. The employees win. The Company wins. Everyone wins. Here’s how....More

Growing a business from the ground-up can be tough. We can’t all be lucky enough to win the lottery (like some HVAC companies have), but with the proper steps and work ethic, we don’t need to strike it rich. A business can be grown organically and see a fantastic level of success.

Duct renovation refers to the process of testing, diagnosing, repairing, and balancing duct systems. Typically this service is offered to a customer at the time a contractor proposes an equipment replacement, although more contractors are including this offering with a service call when the need is apparent....More

What’s more thrilling as a business owner than bringing in a brand new customer? It’s proof that your company is good at what it does in multiple factors and should make a contracting business owner extremely proud of their marketing effort.

A recent evaluation of several hundred commercial rooftop systems around the country exposed a hidden flaw that deteriorates system efficiency up to 40% Rooftop equipment curbs. Let’s take a look at how you can quickly diagnose and solve curb problems you may encounter in the field....More

Cost + overhead + a fair profit is the basic formula used by the HVAC industry to determine the price of a typical repair or equipment replacement. The net result of this practice is an average company net profit of 2% to 3% year-after-year. Let’s take a look at what some companies have learned to do to earn profits on some of their work that is ten times the industry average....More

Danfoss’ new customer Application Development Center will feature three sets of psychrometric rooms capable of testing air-conditioning system — including residential equipment and rooftop units from 2.5 to 50 tons and air-cooled chillers up to 150 tons....More